Open Enrollment 2023 Best Practices for Independent Insurance Agents


This put up is a part of a collection sponsored by AgentSync.

Open enrollment season for advantages, each employer-sponsored and personal, is approaching. Brush up on some greatest practices to make the season smoother at your impartial company.

For insurance coverage brokers who work in advantages, the beginning of fall means greater than pumpkin spice all the pieces. It’s additionally the beginning of annual open enrollment intervals throughout the U.S.

Whereas some worker advantages plans renew outdoors of the normal interval – with unusual renewal dates spanning from Feb. 1 to July 1, or past – the overwhelming majority of medical insurance plans renew on Jan. 1 annually. That is true of most employer-sponsored group profit plans and people discovered on state and federal insurance coverage marketplaces. Which means, beginning round Oct. 1, it’s open enrollment time!

Throughout the broad world of insurance coverage, advantages are a distinct segment that not all producers are licensed to promote. Nevertheless, when you’re one of many estimated 138,682 licensed health insurance agents within the U.S., we all know your world will get extraordinarily hectic by means of mid-December. Whether or not you at the moment promote advantages, are contemplating shifting into advantages, or help producers who promote advantages, we hope these open enrollment greatest practices will enable you this season.

Additionally, in honor of open enrollment season and people of you who love advantages as a lot as we do, we’re kicking off a three-part collection protecting the historical past of medical insurance advantages (previous, current, and future). Keep tuned for the primary installment, coming quickly.

What’s open enrollment?

Open enrollment is an annual alternative for plan members to make modifications to their advantages with none kind of particular qualifying circumstances. Mostly, medical insurance, dental insurance coverage, imaginative and prescient insurance coverage, life insurance coverage, and incapacity insurance coverage have annual open enrollment intervals. That is very true for group plans and employer-sponsored plans.

Why is open enrollment vital for plan members?

Open enrollment issues to people and plan members as a result of it’s their likelihood to reevaluate their advantages and make modifications for the approaching yr. This could embody switching to a unique priced well being plan, selecting protection they didn’t have previously, declining protection they at the moment have, or growing protection quantities for advantages like life insurance coverage. Outdoors of open enrollment, a lot of these modifications aren’t allowed with no particular “qualifying life event” like getting married, divorced, altering jobs, or having a child (amongst others).

Why do insurance coverage brokers and carriers care about open enrollment?

Open enrollment issues to insurance coverage carriers and insurance coverage brokers as a result of it’s a time after they have a considerable amount of incomes potential. How so? For one factor, as medical insurance prices proceed to rise, licensed medical insurance producers can enhance their commissions by means of elevated gross sales. On high of that, employers are looking for new methods to entice and incentivize an more and more burnt out workforce, and are including new advantages at open enrollment, which might signify vital earnings potential for carriers and brokers alike.

The way to put together for open enrollment

Begin early with a advantages evaluate

Whether or not your shopper is a person or a big employer buying advantages for its staff, it pays to start out choices early. For people you’re serving to buy medical insurance on the medical insurance market, it might be so simple as a fast cellphone name to see how they appreciated their protection this yr and in the event that they discovered any gaps they’d like to deal with by altering plans.

You possibly can ask in the event that they felt their protection was reasonably priced and assist them search for options if it wasn’t. You possibly can even use this chance to teach your purchasers on methods they can lower your expenses and run by means of choices they might not have beforehand thought of, like selecting a qualified high-deductible health plan together with opening a health savings account.

For group protection, you’ll should spend a bit extra time and also you’ll in all probability should put collectively proposals and ideas for various plans throughout completely different medical insurance carriers to deal with the group’s utilization and prices. When you have a number of group advantages purchasers, it turns into much more vital to start out early to ensure they will choose plans in time to correctly talk any modifications to group members.

Talk profit choices and market advantages to plan members

Advantages are advanced and troublesome for most individuals to know. Since open enrollment is the one time for most individuals to make selections about, and modifications to, their advantages for a whole yr, it’s important that they perceive their choices.

If you happen to’re working with employer sponsored profit plans:

  • It’s essential that plan members (staff and their dependents) perceive the worth of their advantages as a part of the whole compensation package deal.
  • You possibly can assist your group profit purchasers educate and talk with their plan members by offering profit enrollment guides, amassing collateral from the insurance coverage carriers, and holding stay conferences with Q&A alternatives.
  • It could possibly take a number of instances and a number of strategies to adequately talk advantages to staff. Ensure your communication technique entails mail, e-mail, net, video, audio, written, and in-person choices throughout not less than a few months’ time so everybody has a possibility to soak up the knowledge earlier than it’s time to enroll.

If you happen to’re working with people buying medical insurance on {the marketplace} or by means of non-marketplace plans:

  • Relying on the geographic area, some folks could have an amazing variety of selections whereas others could have very restricted selections. Each conditions include their very own challenges.
  • Shoppers could not notice they will entry your skilled assist for free of charge to them. When buying a plan on {the marketplace}, the value doesn’t enhance for the plan member no matter shopping for it by means of a licensed agent.
  • Folks could not notice the forms of subsidies they qualify for, thus overestimating the price of a market well being plan and avoiding buying the protection they want.

Your function as a advantages dealer or agent is that of an advisor and educator in addition to salesperson. We all know open enrollment time could be profitable, however keep in mind, one of the best ways to make sure a long-term profitable relationship along with your particular person and group advantages purchasers is to assist them perceive what they want and the way the advantages you’re promoting will really affect their lives.

Leverage expertise to assist your purchasers and their staff in the course of the annual open enrollment interval

Because the saying goes: Work smarter, not tougher. There are many methods to lighten your load throughout open enrollment season by utilizing expertise. It in all probability received’t shock you that that is one in every of our greatest practices, since we at AgentSync are barely obsessive about automating manual processes and modernizing the insurance industry. Listed here are just some methods being tech-forward in your open enrollment practices can pace issues up, cut back errors, and lead to a implausible consumer expertise on your advantages purchasers and every plan member.

Leverage a web-based advantages enrollment system

Asking folks to finish something with paper and pen might be an train in futility in 2022. On-line profit enrollment programs information folks by means of their choices, stop enrollment errors, and might even provide built-in schooling on the profit choices. Even higher in case your purchasers can implement a system that integrates with their present HR and payroll programs. Relying on what they use (Workday or Rippling, for instance), some HR programs embody advantages as a core performance.

Use video and web-conferencing as a substitute of in-person conferences

Serving to staff perceive their employer’s well being plan and different profit choices is a noble enterprise. However you don’t should repeat your self till you lose your voice all for the sake of schooling! Research point out that nearly half of employees say video is the most engaging form of communication at work. Recording a video presentation and being on-hand to reply questions is a superb use of expertise that’ll make your open enrollment season much less painful.

Whether or not you do a completely pre-recorded video or a stay webinar that’s additionally recorded for future reference, both possibility permits you to maximize your affect whereas minimizing your time dedication. Simply keep in mind when you go this route, it’s vital your message is personalized to the group you’re chatting with and never overly generic, or else it loses its worth. It’s additionally vital to present folks the prospect to ask questions, which is why a stay Q&A after a recorded video could be one of the best of each worlds.

Prepared, set, enroll!

Outfitted with these greatest practices, we hope you’re able to dive into open enrollment season. Ensure to take a look at our upcoming blogs concerning the historical past of advantages when you’re on the lookout for some instructional studying materials in between profit enrollment periods.

If you happen to’re occupied with greatest practices not only for open enrollment, however for managing all the producer licensing course of, see how AgentSync can help.


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